Sales in practice online and offline
In this elective, I work hands-on with both traditional B2B sales and modern digital selling. The course combines personal selling, website creation in WordPress, and online sales through social media platforms. It gives me practical experience with the full journey of communicating value to customers, building digital presence, and understanding how sales strategies work in real-life business settings.
Throughout the semester, we dive into the core elements of B2B sales: sales strategy, sales management, customer types, buying behavior, outreach techniques and how to build strong relationships. I learn how to prepare sales budgets, understand buying centers, work with cold calling, email pitches and face-to-face meetings, and how to communicate clearly through models like SPIN questions, active listening and DISC personality profiles. This helps me understand how professional salespeople adapt their communication to different customers and situations.
Another important part of the course is website development in WordPress. Here I learned to design and structure a professional website from scratch, including theme setup, navigation, landing pages, value propositions, copywriting, icons, images, SSL, URL structure and Elementor tools. We work with visual design, storytelling and how to build a website that supports both branding and conversion. Along the way, we receive coaching and feedback to refine our digital work.
We also work practically with online sales on social media. This includes content creation, organic posts, paid ads, LinkedIn social selling and how companies use platforms like Meta to reach new customers. I create my own company profile, campaigns and ads, and learn how SEO and online visibility support the sales process.
The course is supported by professional materials such as sales theory, HubSpot Academy content, graphic design guidelines and copywriting principles. All exercises must be completed and uploaded as part of the exam requirements, and they form the foundation for the oral exam at the end of the semester.
Overall, this elective strengthens my skills within both offline and online sales. I learn how to build trust, create digital content, design websites, understand customer needs and translate strategy into practical solutions. It gives me a strong foundation in commercial communication and prepares me for working professionally with sales and digital marketing.